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Keys to Maximizing Productivity
When asked to identify their keys to maximizing productivity the top three responses from these
agencies were automation; cross- selling accounts; and experienced, well-trained employees. The
use of download and real-time interface were
particularly important automation related keys
as the use supported a "touch it once" and "get
it done now" approach. Interestingly, a quarter
of the agencies in this group reported that they
did not utilize an agency management system.
This is not to say that these agencies have not
embraced technology. Instead, they rely on car-
rier automation products and websites and other
business software. As with other agencies in
this group, the non-management system agen-
cies also focus on standard procedures and the
use of direct bill to help keep workflows stream-
lined and efficient.
Keys to Achieving a Competitive Advantage
Because of the very personal relationships these agencies enjoy with their customers, most believe
that the number of years they have been in business and their exposure through local community
involvement provides their competitive advantage. Many agencies in this group have been in
business for more than fifty years with long-term employees that bring a wealth of knowledge to
the table. This longevity and involvement supports the agency’s ability to maintain a valuable net-
work of personal and business contacts for referrals, as well as staying connected to evolving com-
munity needs.
In contrast to the "local agency" approach,
several agencies in this group have gained
a competitive advantage by offering very
specialized products to a much broader
marketplace than their local communities.
One firm stated, "The seven national
accounts we service also market products
for us to their members which gives us
warm leads regularly and, in essence, do
much of our selling for us."
AGENCIES WITH REVENUES UNDER $500,000
8
EXECUTIVE
PERSPECTIVES
PROFILE
REVENUES/
EXPENSES
FINANCIAL
STABILITY
EMPLOYEE
OVERVIEW
PRODUCER
INFO
SERVICE
STAFF
INFO
TECHNOLOGY
INSURANCE
CARRIERS
APPENDIX
Keys to Achieving a Competitive Advantage
(Top 5 Listed in Order of Frequency Mentioned)
1. Providing local, personal service
2. Longevity - number of years in business helps
creates trust
3. Involvement in local community and industry
groups
4. Experienced, knowledgeable employees
5. Up-to-date automation and use of technology
Keys to Maximizing Productivity
(Top 5 Listed in Order of Frequency Mentioned)
1. Maximized use of automation
2. Good employees who know and understand
our customers and products
3. Cross selling and/or niche marketing
4. Having standardized workflows and systems
in place
5. Providing a good work environment